Proven Real Estate Scripts for Real Estate Agents

QUESTIONS & TECHNIQUES

Pattern Interrupts

"Hi Bob? Bob, this is Brandon. If I told you I was a Realtor, would you hang up or would you give me 30 seconds to tell you why I called?"
"Hi Bob? Bob, this is Brandon. Look, I’ll be upfront, I’m a Realtor and this is a cold call. Do you want to hang up or will you give me 30 seconds and then decide?"
"Hi Bob? Bob, this is Brandon. Look, you’re going to hate me, I’m a Realtor. Do you want to hang up or will you give me 30 seconds to tell you why I called?"
"Bob? Bob, this is Brandon. I’m a Realtor. I don’t think we’ve spoken before. Do you want to hang up or can I tell you why I called?"
"Bob? Bob, this is Brandon. I’m a Realtor and I know this call is out of the blue but I was hoping to ask you something really quick, would that be ok?"
"Bob? Bob, this is Brandon. I’m a Realtor and I know you weren’t expecting my call. Do you have 30 seconds or would you rather hang up?"
"Bob? Bob, this is Brandon. I’m a Realtor and I didn’t know if I should even call you, but would you hate me if I asked you something really quick?"
"Bob? Bob, this is Brandon. I’m a Realtor. Listen, I’m sure you hate getting calls like this as much as I hate making them, but I was hoping to ask you something really quick, would that be ok?"
"Bob? Bob, this is Brandon. I’m a Realtor. Listen, before you hang up, I was hoping to ask you something really quick, would that be ok?"\

Presumptive Questions

"I get the feeling that even if you genuinely believed that I could produce a better result than any other agent, there’s probably no way you’d ever meet with me, right?"
"If I were to say, (something you don’t like), you’re probably going to tell me it’s over, aren’t you?"
"If I were to ask you if you’d be open to selling, even if you could sell for a great price, you’d probably laugh and tell me you’re never selling, right?"
"Even if I was able to show you a way to actually get your home sold and you believed it would work, I don’t suppose it would make sense for you to invite me over, am I right?"
"I’m guessing you’re going to (do what I don’t want you to do)."

Reverse Presumptive Questions

I get the feeling that even if you genuinely believed that I could produce a better result than any other agent, there’s probably no way you’d ever meet with me, right?
If I were to say, (something you don’t like), you’re probably going to tell me it’s over aren't you?
If I were to ask you if you’d be open to selling, even if you could sell for a great price, you’d probably laugh and tell me you’re never selling, right?
Even if I was able to show you a way to actually get your home sold and you believed it would work, I don’t suppose it would make sense for you to invite me over, am I right?
I’m guessing you’re going to (do what I don't want you to do)

Hypothetical Questions (Future Pace)

Let's pretend you decided to invite me over and after you saw my plan, you were blown away and you genuinely believed I was the best agent to sell your home, is there any reason why you wouldn't invite me over to explore that a bit more?
If, then…
If I told you the answer, what would happen next?
Let’s pretend I could, what would you do?

“No” Oriented Questions

Would it be a bad idea…
Would you hate me if…
Would you be upset if…
Would you be against…
Would you be opposed…
Would you...
I don't suppose...

“Yes” Oriented Questions

Is that fair?
Fair enough?
Would it make sense?
Does it make sense?

Socratic Questions

If you were the buyer looking at a home that had been sitting on the market for a long time and wanted to make an offer, what typeof offer would you make?
The average time it takes to sell a home like yours is 27 days, If we end up sitting on the market for much longer than that, what is the market trying to tell us?
What do you mean?

Because Questions

Because, let’s face it, you’re not going to do anything unless it makes sense, right?
Because, let’s face it, you’re going to do what’s best for you and your family, right?
Because, let’s face it, if you don’t feel as though I’m the right agent for you, I’m sure you’re going to tell me, right?
Because let’s face it, if after you hired me to sell your home and you didn't feel like I was doing my job, you’d fire me, right?
Because, let’s be real, there’s no way you’d hire me unless you felt 100% confident that I could get you a better result than any other agent, right?

Permission Questions

Would that be ok?
Are you comfortable with that?
It’s totally up to you?
What would you like to do next?
Where should we go from here?
Can I ask you a blunt question?
Can I share my biggest fear?
I want to ask you something, but I’m afraid of how you might respond….

ABC Questions

That because you didn’t get any offers, the offers were too low or was it something else?
Is that because you’ve given up on the idea of moving, you don’t believe there’s a buyer for your home, or is it something else?
Is that because you feel obligated to work with them, you don’t feel like anyone can do any better or is it something else?

Status Quo Questions

Is it an option to just stay put and not sell?
What are you looking for that you don’t already have?
What’s wrong with where you live now?
Is renting it an option?

Absentee Owner Script

"Hi, is this Bob?"
"Bob, this is Brandon. Look, I’ll be upfront, I’m a Realtor. Do you want to hang up, or would it be ok if I asked you something really quick?"
"I was calling about the property on XYZ street, and if I were to ask you if you’d ever consider selling, it probably wouldn’t matter how much you could get in this market—you’re probably going to hang on to it forever, right?"
"Makes sense. And I’m curious, is that a rental property, a second home, or something else?"
"I see. A lot of people I talk with who own rental properties tell me that being a landlord is frustrating, tenants are a headache to deal with, and they would consider selling if it made sense. But I get the feeling you haven’t had any issues with your tenants, would that be fair?"
"And not that I have a buyer right now, but if you did decide to sell and got a great offer right away, would that cause any problems for you?"
"Ok, Bob, before I let you go, can I make a quick recommendation?"
"Let’s pretend I did a full value analysis on the property and you thought the numbers made sense and genuinely believed selling it right now was a viable option. Would there be any reason why you wouldn’t want to explore that a bit more?"
"Because, I mean, let’s face it, you’re not going to do anything unless it makes sense, right?"
"Why don’t we do this then—if you want, I’ll do the full report to see how much the property could sell for. I’ll go through the results with you on a quick call, and then you can decide if talking about selling makes sense or not. Does that sound fair?"
"Ok, I could probably jump back on a call tomorrow. What time would you like to talk?"
"That should work. In the meantime, would it be helpful if I emailed you a copy of my resume which would answer some of the questions you probably have about me, or would you just end up deleting it?"

Circle Prospecting Script

"Hi, is this Bob?"
"Bob, this is Brandon. Look, don’t hate me, I’m a Realtor, and before you hang up, I was hoping to ask you something really quick. Would that be ok?"
"I appreciate that. Look, you’re going to think this is crazy, but I’m calling because there aren’t many homes for sale and buyers are looking to move into your neighborhood. You haven’t heard of anyone thinking about selling soon, have you?"
"Got it. And if I were to ask you if you’d ever consider selling, it probably wouldn’t matter how much you could get in this market, you’d probably laugh at me and say you’re never moving, right?"
"Makes sense. And I’m curious, how long have you lived in your home?"
"I see. And if you were to make a move, what are you looking for that you don’t already have?"
"And not that I have a buyer right now, but if you did decide to sell and got a great offer right away, you wouldn’t be able to move anytime soon, right?"
"Ok, Bob, before I let you go, can I make a quick recommendation?"
"I know you’re not moving until [specific time], but let’s pretend you decided to have me over to look at the home now, and after we had a chance to meet, you walked away with a great plan in place for when you are ready. Is there any reason why you wouldn’t invite me over to explore this a bit more?"
"Because, I mean, let’s face it, you’re not going to do anything unless it makes sense, right?"
"Ok, fine. Then what day are you thinking would make sense for us to get together?"
"Ok, I could probably make that work. And in the meantime, would it be helpful if I emailed you a copy of my resume which will answer most of the questions you probably have about me, or would you just end up deleting it?"

Expired Script

"Hi, is this Bob?"
"Bob, this is Brandon. Look, I’ll be upfront, I’m a Realtor, and before you hang up, I was hoping to ask you something really quick, would that be ok?"
"I appreciate that. Well, I was calling about the home on XYZ street and saw it had come off the market. I'm assuming that’s because you sold it, right?"
"Interesting. Is that because you didn’t get any offers, the offers were too low, or was it something else?"
"When your agent called you to let you know that the home was coming off the market, what was the reason they said the home didn’t sell?"
"Can I ask you something about that… but before I do, I don’t want to step on anyone's toes, your previous agent wasn’t like your sister-in-law, was it?"
"That sounds frustrating. What do you feel they should have done differently?"
"Ok, and this is probably a weird question, but the home looks great and you’re in a prime area that most people want. Out of curiosity, is it an option to just stay there?"
"And Bob, let me ask you this, at this point, have you just given up on the idea that there’s a buyer out there that would actually buy your house?"
"I see… and I get the feeling that even if you got an offer with the price and terms you originally wanted, or more, that’s probably not something you’d even consider at this point, right?"
"Well Bob, before I let you go, can I make a quick recommendation?"
"Ok, and if what I’m about to ask you doesn’t make sense, you’ll tell me, right?"
"Ok, well let’s pretend we met, and after you saw my plan, it was different than anything you’ve ever seen before, and you genuinely believed I could get your home sold and help you get the desired outcome, is there any reason why you wouldn’t invite me over to just explore this a bit more…?"

FSBO Script

"Hi, is this Bob?"
"Bob, this is Brandon. Listen, you’re going to hate me, I’m a Realtor. Do you want to hang up, or will you give me 30 seconds and then decide?"
"I appreciate that. Well, look, I see you’re selling your home on your own—which I respect—it’s priced really well, and so I get the feeling you already have multiple offers, or the home is sold. Would that be fair?"
"Interesting. Is that because you didn’t get any offers, the offers were too low, or was it something else?"
"I only ask because homes like yours typically sell within hours of hitting the market, but I was calling to find out… Not that I have one right now, but if I came across a buyer that was interested in your home, would you be upset if I were to introduce them to you?"
"Ok, great. And this is probably a weird question, but I’m looking at the photos. The home looks perfect and you’re in a prime location that most people want. I’m just curious, what are you looking for that you don’t already have? I mean, could you just stay there and not sell?"
"Ok, fair enough. And I’m sure you’re not in a rush to sell, but ideally, if you were to get an offer right away that had the price and terms you wanted, would that be a problem or do you already have your next place lined up?"
"Can I ask you one last question before I let you go?"
"Ok, well, if 30 days go by and you still haven’t sold on your own, would you hate the idea of us talking again to discuss some other options in the future?"
"Ok, fair enough and look, can I share with you my biggest fear?"
"Yeah, I kind of get the feeling that if I were to ask you to get together now, and I could show you how I could sell your home, net you the money you need, and remove the stress of selling on your own, you’d probably just laugh at me and wouldn’t even consider it, right?"
"Well, look, I’m not sure if this makes sense or not, but let’s pretend we did meet now, and after you saw my plan, you genuinely believed I could sell your home and get you the money you need. Is there any reason why you wouldn’t invite me over to just explore this a bit more?"
"Because, I mean, let’s face it, you’re not going to do anything unless it makes sense, right?"
"Ok, fine, then what day are you thinking would make sense for us to get together?"
"Ok, I could probably make that work, and in the meantime, would it be helpful if I emailed you a copy of my resume which will answer most of the questions you probably have about me, or would you just delete it?"

FRBO Script

"Hi, is this Bob?"
"Bob, this is Brandon. I’m a Realtor, and before you hang up, I was hoping to ask a quick question about the home for rent. Would that be ok?"
"I appreciate that, and if I were to ask you if you’d ever consider selling it, it probably wouldn’t matter how much you could get in this market—you’re probably going to hang on to it forever, right?"
"Makes sense. And I’m curious, is there a tenant in there now or have they already moved out?"
"I see. A lot of people I talk with who own rental properties tell me that being a landlord is frustrating, tenants are a headache to deal with, and they would consider selling if it made sense. But I get the feeling you haven’t had any issues with your tenants, would that be fair?"
"And not that I have a buyer right now, but if you did decide to sell and got a great offer right away, would that cause any problems for you?"
"Ok, Bob, before I let you go, can I make a quick recommendation?"
"Let’s pretend I did a full value analysis on the property and you thought the numbers made sense and genuinely believed selling it right now was a viable option. Would there be any reason why you wouldn’t want to explore that a bit more?"
"Because, I mean, let’s face it, you’re not going to do anything unless it makes sense, right?"
"Why don’t we do this? If you want, I can do the full report to see how much the property could sell for. I’ll go through the results with you on a quick call, and then you can decide if talking about selling makes sense or not. Does that sound fair?"
"Ok, I could probably jump back on a call tomorrow. What time would you like to talk?"
"That should work. In the meantime, would it be helpful if I emailed you a copy of my resume which would answer some of the questions you probably have about me, or would you just end up deleting it?"

Probate Script

"Hi, is this Bob?"
"Bob, this is Brandon. Look, don’t hate me, I’m a Realtor, and before you hang up, I was hoping you could help me out with something really quick. Would that be ok?"
"I appreciate that. Well, the reason I called is because I handle a lot of the properties that go through probate here in [city], and the property on [address] just came across my desk with your name as the contact. But you don’t have anything to do with that, do you?"
"I see. I’m sorry for your loss. Yeah, and a lot of people I work with tell me how overwhelmed they are with the probate process with everything they have to do. I’m not sure if that’s been your experience or not?"
"Got it. And when it comes to the property itself, most people tell me they don’t even know where to start when it comes to getting the property cleaned out, handling the estate sale, and getting the property ready to be sold. But I get the feeling you haven’t come across any of that yet, right?"
"And if I were to ask if you’ve already hired a real estate professional who specializes in probate to help you through this process, it’s probably too early to have that conversation. Would that be fair?"
"Ok, well Bob, can I make a recommendation before I let you go?"
"Well, I know you’re not ready to do anything yet, but let’s pretend we met at the property so you could show me around. And after we met, you genuinely believed I could help you get through this frustrating probate process and get the property sold for you. Would there be any reason why you wouldn’t invite me over just to explore this a bit more?"
"Because, I mean, let’s face it, you’re not going to do anything unless it makes sense, right?"
"Ok, fine. Then what day are you thinking would make sense for us to get together?"
"Ok, I could probably make that work. And in the meantime, would it be helpful if I emailed you a copy of my resume which will answer most of the questions you probably have about me, or would you just end up deleting it?"

Appointment Setting Script

Step 1: Use language that supports the prospect's autonomy.
Step 2: Use language to future-pace and assume the appointment has already happened, with the prospect happy they agreed.
Step 3: Ask a “No Oriented” question.
Step 4: Pause briefly, then interrupt with the “Because Framework” to gain agreement.

Script:

"Well, look, I’ll be upfront. I don’t know if I’m the right agent for you or not—you’ll decide that—but let’s pretend we met. After you saw my plan, and you genuinely believed I could sell your home and help you [achieve desired outcome], would there be any reason why you wouldn’t invite me over just to explore this a bit more?"
(Pause briefly, then interrupt if they start to respond)
"Because, let’s face it, you’re not going to do anything unless it makes sense, right?"

Generating a Quality Lead Script

Engage the Prospect Positively
- "Fair enough. Can I ask for a favor before you go? Be honest with me."
- "Based on your experience with me so far and this conversation, I’m not asking you to make any decisions right now. But let me ask you—would you be against us revisiting this conversation in the future? Or is there no way you’d ever consider meeting with me?"
Clarify and Provide a Next Step
- "Sounds fair. When would you like to hear from me again?"
- "In the meantime, would it be helpful if I emailed you a copy of my resume? It would answer most of the questions you probably have about me. Or would you just delete it?"
Ease Any Concerns
- "One last thing—you’re not going to end this call and immediately block my number, are you?"
- And name, one last thing, you’re not going to end this call and immediately block my number are you?

Qualifying The Appointment

Offer to Send Additional Information
- "Ok, I could probably make that work. In the meantime, would it be helpful if I emailed you a copy of my resume? It will answer most of the questions you probably have about me. Or would you just delete it?"
Set Expectations for the Meeting
- "Fair enough. Just one last thing: obviously, the purpose of our meeting is to determine if working together makes sense. Can you do me a favor?"
- "If after the meeting you feel hiring me doesn’t make sense, you’d feel comfortable telling me, right?"
Reassure and Gain Commitment
- "And likewise, if for some reason I feel I can’t sell your home or meet your expectations, would you be upset if I told you I can’t help?"
- "Ok, fair enough. And if neither of us says ‘no,’ would it be ok if we spent a few minutes at the end of our meeting discussing potential next steps?"
Ease Concerns About Scheduling
- "Great. Ok, and I almost forgot—you’re not going to hang up and think, ‘Oh my gosh, what have I just done? I just booked a meeting with a Realtor!’ and then cancel our meeting, are you?"
- "Are you sure? I don’t want you to feel pressured. I only want us to meet if you feel there’s real value in having this conversation."
- "Ok, sounds good. Well, I’ll see you on [date and time]."

Responding To Objections

Framework: ARP (Acknowledge, Respond, Pivot)

Agreeable Acknowledgment (A): Acknowledge what the prospect said in a positive, non-combative way to build rapport and lower defensiveness.
Respond with a Permission-Based Question (R): Gain clarity by asking a question while ensuring the prospect feels in control of the conversation.
Pivot to a Reverse Selling Question (P): Gently guide the prospect to a different perspective or solution using a strategic, outcome-aligned question.

Objection Examples:

Objection: “Do you have a buyer?”

A: "That’s a good question. I’m glad you brought that up."
R: "I’m sure there are many agents misleading people by saying they have a buyer when they don’t—which I won’t do. Can I share my biggest fear before I let you go?"
P: "If I told you I don’t have a specific buyer right now, it wouldn’t matter what I said next—you probably wouldn’t hear me out, would that be fair?"

Objection: “We’re going to re-list with the same agent.”

A: "That’s fair."
R: "Can I ask you something about that before I let you go? The agent you’re referring to isn’t your sister-in-law, is it?"
P: "Given that the agent didn’t sell it the first time, wouldn’t it make sense to interview at least one other agent to get a second opinion? Let’s face it, you’re not going to do anything unless it makes sense, right?"

Objection: “How much do you charge?”

A: "I’m glad you brought that up."
R: "Can I share my biggest fear before I let you go?"
P: "If I told you I wasn’t the cheapest agent, even if you believed I was the best agent to sell your home, it probably wouldn’t matter—you wouldn’t even consider meeting with me, right?"

Objection: “We’re going to wait.”

A: "That makes sense."
R: "Before you hang up, can I ask you one last question?"
P: "If you got an offer with the price and terms you wanted or more, would you be opposed to discussing it?"

Objection: “Interest rates are too high.”

A: "I completely understand, and I’ve been hearing that a lot lately."
R: "Before you hang up, can I ask you a quick question about that?"
P: "If there was a major advantage to moving now, would you be totally against getting together to discuss your options?"

Objection: “We’re not going to list it with a Realtor.”

A: "That makes sense, and you shouldn’t have to in this market."
R: "Before you hang up, can I ask you one more question about that?"
P: "If 30 days go by and you’re unable to sell it on your own—and I’m sure that won’t happen—would you be totally against interviewing agents at that point to help get it sold?"

Objection: “What are you going to do differently to sell my house?”

A: "I’m glad you brought that up."
R: "Before I let you go, can I ask you a quick question about that?"
P: "All my clients tell me that I do business differently from other agents—but you can be the judge of that. If I could show you a plan that results in selling your home for the price you want (or more), would you be opposed to giving me the opportunity to earn your business?"

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Real Estate Scripts